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5 best practices for e-books and guides to generate results


E-books and whitepapers are a great way to educate your audience during the sales process. Yet with so many companies pushing these resource, it can be difficult to stand out. As a salesperson, make sure the content you’re pushing to your prospects aligns with these best practices.

The Next Web
    1. Focus on the right goals. Recognize that personalization will have more impact
    2. Prioritize relevance. Instead of bombarding your audience with a ‘one-size-fits-all’ resource that may – or may not – be relevant with specific interests.
    3. Be smart about targeting. Remember that online audiences are highly research driven. They’re learning as much as they possibly can before reaching out to you – a process that takes time. Take a step back, and give them the space to browse.
    4. Track segment performance. Look beyond leads to start quantifying demand
    5. Reach audiences across platforms and devices. With the right technologies, you can stay connected to your audiences, no matter where they are – to always ensure that your value proposition is top of mind.
It’s not rocket science. Your prospects will go through the buying process at their own pace. Bombarding them with endless e-book offers will most likely hinder the process. Not speed it up.

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